EDL Consulting helps organizations become more efficient, adaptive to change and successful by solving the complex systems integration issues behind state-of-the-art technology. At the recent SteelBrick Customer Success Summit, they led a discussion on how to enable channel partners by combining SteelBrick CPQ and Salesforce Community Cloud.
“The future of CPQ is SteelBrick!”
Ben Kerford and Jordan Bartow, both Managing Directors at EDL, dove into the topic quickly, pointing to the challenges of channel sales and partnerships.
“The partner channel is complex and busy,” Ben explained. “You have vendors, manufacturers, different people, different levels, distributors, resellers, and then you have partner programs and more. What we want to help with is how companies take this complexity and simplify it using technology.”
To illustrate the power of channel management, EDL provided details on their work with Mitsubishi Electric, including how SteelBrick helped them cut quote approval time from 2 days to 2 hours, spend 80% less time managing contractors, and boost partner deal flow by 30%.
But many companies are still far away from that level of automation.
“We are talking to companies that, literally, are running their channel sales on the back of a napkin,” added Jordan. “These are big companies, and they’re way behind the curve.”
The team then asked the question, “Where is CPQ going?”